Solution Selling Library

The Solution Selling® Library

The Solution Selling® Learning Library provides a proven, integrated curriculum for critical skills and knowledge improvement at the individual, team, and management levels.

These methodology and sales training offerings can be selectively applied to meet specific skills gaps, or adapted and integrated to provide an end-to-end educational platform for all roles in the sales organization.

Program-Based Courses

Designed for a global economy, our curriculum is available in virtually all mainstream languages. In addition to Instructor-Led Workshops, most courses are offered in an eLearning format for on-demand access anywhere in the world.

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The Solution Selling® Learning Library addresses key selling methods across all major sales and marketing roles. Online skills assessments are designed to test respondent's likely compliance with best practices for each training course within their learning plan. The assessments are used to measure improvement and to help determine areas of focus for reinforcement activities.

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  • Program
  • Description
  • Relevant For

Solution Selling® Sales Execution in The Collaborative Era

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A client-focused approach comprised of a collection of processes, methods and skills in which a prospective buyer's business issue is identified and how they can solve it using the sales person's capabilities -thus leading to a "solution".

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Inside Sales
  • Channel Sales
  • Marketing
  • Sales Operations

Sales Management and Coaching

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An approach to accurately assess the health of sales pipelines and opportunities, apply best practices to coach for skill and opportunity improvement and improve forecasting accuracy. The approach is aligned to sales execution principles.

Associated Roles

  • Sales Manager
  • Channel Sales
  • Sales Operations

Targeted Territory Selling

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An approach that focuses on segmentation of accounts in a defined territory in order to prioritize which ones in which to invest sales resources. The output is a territory plan inclusive of coverage plans for segmented account groups.

Associated Roles

  • Sales Manager
  • Territory Sales
  • Channel Sales

Major Account Selling

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A sales planning methodology designed to identify where potential business exist (“white space”) within the account, areas to improve key relationships and how to apply sales resources to maintain and grow business.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Channel Sales

Channel Management Program

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An approach comprised of processes and methods to help identify, recruit, encourage, plan, enable and manage channel and alliance partner programs to improve sales productivity and joint results.

Associated Roles

  • Key Account Sales
  • Channel Sales

Executive-Level Selling

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A methodology that gives salespeople a proven way to engage in strategic dialogue with high- and mid-level executives during their planning stages with the intent of the conversation eventually leading to revenue opportunities.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Program
  • Description
  • Relevant For

Solution Messaging

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A methodology that helps Marketing departments address the issue of aligning many customer problems, causes, negative consequences, and requirements to the deliverables of the product marketing department and ultimately the Sales team.

Associated Roles

  • Marketing

Solution Prospecting

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A methodology comprised of concepts, principles and methods for effective, modern prospecting. The course is designed to apply lessons to a target prospect so that the participant leaves with an opportunity-focused, business development plan.

Associated Roles

  • Sales Manager
  • Key Account Sales

RADAR: Strategic Opportunity Selling

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An approach, applied on a “must-win, strategic opportunity” that helps qualify the opportunity, identify business issues, build competitive preference, determine the decision-making process, identify key players, and develop a winning strategy.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Channel Sales

SolutionSpeak™

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A unique presentation methodology designed specifically for salespeople who focus on selling high-value solutions. The course covers key elements of creating and delivering high impact presentations at various points in the sales cycle.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Channel Sales
  • Marketing
  • Sales Operations

Collaborative Sales Negotiations

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A pre-negotiation methodology addressing key principles of sales negotiation in which the seller positions value with the buyer in order to reach positive outcomes for both parties, while maintaining margins.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Channel Sales

Social Media for Sales

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A methodology and framework for leveraging social media and enabling technologies to improve sales conversations and provide insight at various stages of the sales cycle; with an emphasis on getting back to the front of the sales cycle.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Channel Sales
  • Marketing

Evidence-Based Solution Selling

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Evidence-Based Solution Selling® has been specifically designed to meet the changing definition of value in Life Sciences sales scenarios. It offers the clinical expertise that sales professionals need to increase access, credibility, and market share. Evidence-Based Solution Selling® is an application-based training program based on a validated competency model. The training uses a multi-step process based on Bloom's Taxonomy to build, reinforce and solidify highly effective clinical selling practices. This process includes pre-work for knowledge acquisition, an 8 hour instructor-led training class for skills practice, and post training reinforcement tools for managers.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Channel Sales
  • Marketing
  • Sales Operations
  • Program
  • Description
  • Relevant For

Sales Process Design

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Sales process provides the foundation for any successful sales skills training initiative. Without sales process, sellers use tools inconsistently and are often guilty of doing the right thing at the wrong time. Sales process provides a seller roadmap from lead inception to close. Research validates that organizations with a documented sales process are more than twice as likely to achieve revenue targets.

Associated Roles

  • Sales Manager
  • Key Account Sales
  • Territory Sales
  • Inside Sales
  • Channel Sales
  • Marketing
  • Sales Operations

Competency-Based Training

Specific competency-based development focuses on areas identified by talent analytics .

Focus professional development in areas that will have the highest return on investment. Professional development plans can be adapted to fit the specific capability needs of your organization and aligned to the competency levels of your team. Learning and Development is tailored to develop mastery in the most critical sales competencies. Competency-based training can augment broader programs, or become the primary learning approach.  

Focus Learning: Identify Competencies
Proven to Drive Business Outcomes

Learning and Development begins with Sales Talent Analytics.
Identify the specific competencies that will have the biggest impact on improving YOUR organization's key sales metrics. Focus Learning and Development to achieve results.

In a competency- focused engagement, we work with your organization to understand how specific learning and (observable) behavior change impact key sales metrics and business results. Tracing the cause and effect relationship between sales competencies and business outcomes creates a closed-loop system for continuous improvement.